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How to Persuade and Influence People: Powerful techniques to get your own way more often

Book Description

Wouldn't it be great if you could always get people to see things your way? Now you can.

You won't go far in business if you can't bring people round to your way of thinking. Some people find it easy; the rest of us just need a little help. How to Persuade and Influence People reveals some of the most powerful influencing and persuasion techniques known to man. This enhanced second edition contains new tools, new research, new case studies and plenty of practical exercises to help you:

  • Find the perfect way to win people over

  • Become an amazing negotiator

  • Overcome objections

  • Appreciate and understand the other person's standpoint

  • Understand why people buy what they buy

  • Ensure people remember you and what you want

  • Build long-term trust and credibility

Philip Hesketh is a full-time international business speaker on the psychology of persuasion. Thousands of people have benefited from his advice. In this book, he maps out countless simple and memorable persuasion techniques that can be applied to a whole range of life's challenges. It's up to you to use them.

How to Persuade and Influence People is a completely revised and updated edition of Life's a Game So Fix The Odds.

Table of Contents

  1. Copyright
  2. PREFACE
  3. 1. THE STARTING POINT-PEOPLE, BELIEFS AND RELATIONSHIPS
    1. 1. DARING TO BEGIN
      1. 1.1. HOPE
      2. 1.2. DARE TO BEGIN
    2. 2. THE ROLE OF THE SUBCONSCIOUS IN INFLUENCE
      1. 2.1. BELIEFS
      2. 2.2. UNDERSTANDING WHAT PEOPLE THINK
      3. 2.3. HORSE AND RIDER
    3. 3. HOW TO BE MORE LIKED BY MORE PEOPLE
      1. 3.1. FIRST IMPRESSIONS
      2. 3.2. NON-VERBAL SIGNALS
      3. 3.3. EYE MOVEMENTS
      4. 3.4. MIRRORING
      5. 3.5. IMPROVING THE IMPRESSION YOU MAKE
      6. 3.6. CHOOSE WHO YOU INTRODUCE YOURSELF TO
    4. 4. HOW TO REMEMBER PEOPLE'S NAMES
    5. 5. HOW TO DEVELOP GOOD RELATIONSHIPS
      1. 5.1. THE THREE PARTS TO EVERY CONVERSATION
      2. 5.2. MOVE INTO THE INNER CIRCLE BUT DON'T GET TOO NEAR THE VIOLINS
      3. 5.3. THE TISSUE PAPER THEORY
      4. 5.4. CONSTRUCTIVE CRITICISM
      5. 5.5. SAYING THE RIGHT THINGS AND ASKING THE RIGHT QUESTIONS
      6. 5.6. THE TOP THREE THINGS TO START SAYING
        1. 5.6.1. 1 'I'll tell you what I like about you'
        2. 5.6.2. 2 'I'll tell you what I think you're really good at'
        3. 5.6.3. 3 'I can see it from your point of view'
      7. 5.7. THE TOP TEN QUESTIONS TO ASK
        1. 5.7.1. 1 'What is the most important thing to you about...?'
        2. 5.7.2. 2 'Why do you ask?'
        3. 5.7.3. 3 'How was yours?'
        4. 5.7.4. 4 'If you were me, what would you do?'
        5. 5.7.5. 5 'I wonder if you could help me?'
        6. 5.7.6. 6 'How do you feel about that?'
        7. 5.7.7. 7 'Can you tell me more about that?'
        8. 5.7.8. 8 'What makes you say that?'
        9. 5.7.9. 9 'What can I do to help you?'
        10. 5.7.10. 10 'What is the most irritating thing about me?'
  4. 2. PERSUASION AND INFLUENCE
    1. 6. THE FIVE KEYS TO PERSUASION AND INFLUENCE
      1. 6.1. 1. PEOPLE DON'T CARE HOW MUCH YOU KNOW UNTIL THEY KNOW HOW MUCH YOU CARE
      2. 6.2. 2 ESTABLISH THE OTHER PERSON'S EMOTIONAL NEEDS
      3. 6.3. 3 THE ESSENCE OF PERSUADING IS TO MAKE IT EASY FOR PEOPLE TO BUY
      4. 6.4. 4 SELL VALUE AND NOT PRICE
      5. 6.5. 5 MANAGE THEIR EXPECTATIONS
      6. 6.6. THE IMPORTANCE OF SAYING 'NO'
    2. 7. HOW TO CREATE GENUINE EMPATHY
      1. 7.1. N IS FOR NEED
    3. 8. ASKING QUESTIONS AND ACCEPTING THE ANSWERS
      1. 8.1. A IS FOR ASK AND ACCEPT
      2. 8.2. THE FLAW IN THE NAIL
    4. 9. UNDERSTANDING IMPLICATIONS AND INFLUENCE
      1. 9.1. I IS FOR IMPLICATIONS AND INFLUENCE
    5. 10. THINKING LONG TERM AND GETTING YOUR OWN WAY
      1. 10.1. L IS FOR LONG TERM
      2. 10.2. OPPORTUNITIES TO INTERACT
        1. 10.2.1. Closing
        2. 10.2.2. Shut up
      3. 10.3. COGNITIVE DISSONANCE
    6. 11. THE IMPORTANCE OF PREPARATION IN INFLUENCING
      1. 11.1. BE PREPARED
    7. 12. DIFFERENT STROKES FOR DIFFERENT FOLKS
  5. 3. OVERCOMING OBJECTIONS AND NEGOTIATION
    1. 13. TECHNIQUES TO HANDLE ALL OBJECTIONS
      1. 13.1. OBJECTION MANAGEMENT
        1. 13.1.1. Step 1: Prevent the objections from arising in the first place
        2. 13.1.2. Step 2: When you know what the objection is, the next thing to do is agree with the persuadee
        3. 13.1.3. Step 3: Discover the real objection
        4. 13.1.4. Step 4: What is the expectation?
      2. 13.2. EXPECTATION AND THE 'PYGMALION FACTOR'
      3. 13.3. FEEL, FELT, FOUND
    2. 14. THE FIRST FOUR STEPS TO NEGOTIATION
      1. 14.1. N IS FOR NEVER PUT A MARKER DOWN FIRST
      2. 14.2. E IS FOR EMPATHY
      3. 14.3. A IS FOR ASK ABOUT THEIR INTERESTS
      4. 14.4. T IS FOR THINK: 'THE OTHER PARTY NEEDS TO THINK THEY'VE DONE WELL'
      5. 14.5. IS THAT YOUR BEST PRICE?
    3. 15. THE FINAL FOUR STEPS TO NEGOTIATION
      1. 15.1. N IS FOR NEUTRALIZE YOUR BODY
      2. 15.2. E IS FOR EQUATE EVERYTHING IN THE DEAL
      3. 15.3. A IS FOR AGREE ONLY WITH A STRUGGLE
      4. 15.4. T IS FOR TIE UP ALL THE DETAILS
    4. 16. GETTING PEOPLE TO DO WHAT THEY HAVE AGREED TO DO
      1. 16.1. WHEN IS THE RIGHT TIME?
      2. 16.2. CLOSING
      3. 16.3. WOULD YOU LIKE SOMETHING WITH THAT?
      4. 16.4. LOYALTY AND ONGOING COMMITMENT
  6. 4. THE REASONS PEOPLE BUY WHAT THEY BUY
    1. 17. THE PSYCHOLOGY BEHIND WHY PEOPLE BUY WHAT THEY BUY
      1. 17.1. BUYERS IN THE CIRCLE OF RELATIONSHIPS
      2. 17.2. HIERARCHY OF NEEDS
      3. 17.3. MOTIVATION
    2. 18. RARITY
      1. 18.1. EXCLUSIVITY
      2. 18.2. USING RARITY TO YOUR ADVANTAGE
      3. 18.3. LESSONS ON RARITY
    3. 19. EMPATHY AND EGO
      1. 19.1. LESSONS ON EMPATHY
    4. 20. AUTHORITY
      1. 20.1. LESSONS ON AUTHORITY
    5. 21. SPECIAL DEAL
      1. 21.1. LESSONS ON SPECIAL DEAL
    6. 22. OBLIGATION
      1. 22.1. LESSONS ON OBLIGATION
    7. 23. NERVOUSNESS
      1. 23.1. LESSONS FOR NERVOUSNESS
    8. 24. SOCIAL PRESSURE
      1. 24.1. THE DOWNSIDE OF SOCIAL PRESSURE
    9. 25. HOW PEOPLE CHOOSE
      1. 25.1. INFLUENCING HOW PEOPLE CHOOSE
      2. 25.2. ELIMINATING CHOICES
    10. 26. PUTTING THE REASONS TOGETHER
      1. 26.1. THE REASONS FOR LIFE
  7. 5. HOW MEMORY, LEARNING AND COMMUNICATION WORK
    1. 27. HOW TO GET PEOPLE TO REMEMBER WHAT YOU HAVE SAID
      1. 27.1. EMOTIONAL APPEAL
    2. 28. HOW LEARNING WORKS AND WHY POWERPOINT DOESN'T
      1. 28.1. POWERPOINT
    3. 29. HOW TO BE A MORE EFFECTIVE COMMUNICATOR
      1. 29.1. BEING MEMORABLE FOR THE RIGHT REASONS
  8. 6. TRUST, MOTIVATION AND WHAT YOU NEED TO DO NEXT
    1. 30. THE SEVEN THINGS THAT REALLY MATTER IN RELATIONSHIPS
      1. 30.1. THE INEVITABILITY OF CHANGE
      2. 30.2. CAN YOU TREAT PEOPLE BADLY WITHOUT CONSEQUENCES?
      3. 30.3. TWO MYTHS
    2. 31. HOW TO BUILD TRUST THAT LASTS A LIFETIME
      1. 31.1. FEEDBACK: THE KEY TO DEVELOPING INTELLECTUAL TRUST
      2. 31.2. YOU REAP WHAT YOU SOW
      3. 31.3. HOW LEADERS EMERGE
      4. 31.4. BUILDING A LIFETIME OF TRUST
    3. 32. MOTIVATION
      1. 32.1. REWARDS
      2. 32.2. OTHER MOTIVATORS
      3. 32.3. PEOPLE ARE MOTIVATED TO DO WHAT THEY WANT TO DO
    4. 33. SAY WHAT YOU ARE GOING TO DO AND DO WHAT YOU SAY
      1. 33.1. THE FLOW CHANNEL
        1. 33.1.1. 1 I love you
        2. 33.1.2. 2 I'm leaving you but I'll be back
        3. 33.1.3. 3 I'm leaving you and I'm glad to be gone
        4. 33.1.4. 4 You're leaving me but I don't want you to
        5. 33.1.5. 5 You're leaving me and thank God you've gone
        6. 33.1.6. 6 Protest and novelty songs
      2. 33.2. FLOURISHING IN THE FLOW
      3. 33.3. ACHIEVING MORE
      4. 33.4. DOING SOMETHING ABOUT IT ALL
    5. 34. INFLUENCE, PERSUASION AND THE PURPOSE OF LIFE
      1. 34.1. GO FOR THE EXPERIENCE
      2. 34.2. BALANCING UNCERTAINTY
      3. 34.3. CHANGING THE WEATHER IN FEBRUARY
      4. 34.4. MAKING THE EFFORT
      5. 34.5. THE END OF THE BEGINNING
  9. A. PHILIP'S PURPOSE
  10. PHILIP'S DESIDERATA
  11. ABOUT PHILIP HESKETH